Channel Business Management

Fear of failure a digital transformation barrier

KCOM has taken a closer look at what is holding back customer innovation Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

It has been another few days of personnel changes in the industry as firm's of all shapes and sizes Continue Reading

By

• Simon Quicke, Microscope Editor

Xerox signals SME growth ambitions

It has been a theme in the vendor's channel for the past 18 months but the importance of growing SME market share is something the firm has flagged with investors Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco: Partners play a crucial role

In an on-going series of Q&A's with channel executives the questions this time were put to Angela Whitty, managing director, partner, Cisco UK & Ireland Continue Reading

By

• Simon Quicke, Microscope Editor

Dell reduces obstacles in partner route to gold

The vendor has revealed that it is making it easier for authorised partners to move up into its tiered programme Continue Reading

By

• Simon Quicke, Microscope Editor

Dell sets sights on $70bn channel revenues

The vendor has revealed that the channel is within touching distance of hitting $50bn in revenues and it is now looking for a larger goal Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another seven days and as usual there have been some moves made by those channel firms looking for a change in talent to drive growth Continue Reading

By

• Simon Quicke, Microscope Editor

Context: Distribution set for another year of growth

After a decent 2018 things should go well again this year, depending on Brexit, for distribution Continue Reading

By

• Simon Quicke, Microscope Editor

Canon could expand Business Centre network

Having opened its first UK-based Canon Business Centre last year the firm's channel boss is looking into building on that progress Continue Reading

By

• Simon Quicke, Microscope Editor

Fear of hard Brexit sparking SME exodus

More firms are looking at relocation as a way of avoiding the worst effects of a hard Brexit Continue Reading

By

• Simon Quicke, Microscope Editor

MicroScope: Look to the future

This issue discusses the main threats and opportunities in the channel for 2019, as well as presents an in-depth look at what tech is likely to dominate the world of storage Continue Reading

The channel opportunities in 2019

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HMRC offers £8m reward to systems integrators who can customise Brexit

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What has the channel ever done for digital transformation?

How the channel can play an important role in the drive for digital transformation Continue Reading

By

• Karl Roe, Nuvias Group

CompTIA reveals the trends the channel must track

The industry organisation has pulled together its thoughts about what the rest of the year will hold Continue Reading

By

• Simon Quicke, Microscope Editor

Dell calls for more digital transformation progress

The vendor has revealed the findings of global research into the progress in the adoption of digital transformation Continue Reading

By

• Simon Quicke, Microscope Editor

Scalable Software launches partner programme and signs distributor

The IT asset specialist is looking to work more formally with the channel to drive growth and increase the support it can offer partners Continue Reading

By

• Simon Quicke, Microscope Editor

Cisco increases channel IoT programmes

The vendor is looking to build a global network of certified partners that can help customers embrace more IoT Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days in the channel with the revolving doors moving at a few firms that decided the time was right to bring in some fresh talent Continue Reading

By

• Simon Quicke, Microscope Editor

Brexit is hitting IT spending

Research confirms what many in the channel had already experienced with customers hitting the pause button on IT projects Continue Reading

By

• Simon Quicke, Microscope Editor

NCC Group H1 update shares skills issues

The cyber security specialist has shared an interim first half update that exposes its issues with resources Continue Reading

By

• Simon Quicke, Microscope Editor

Rubrik formalises programme for ISVs

Cloud data management player Rubrik is looking to build a stronger ecosystem with its latest technology partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Computacenter ahead of expectations for 2018

The channel player has updated investors with a trading statement indicating that it exceeded its own expectations in the last fiscal year Continue Reading

By

• Simon Quicke, Microscope Editor

CloudHealth partner programme set for 2020 re-launch

Following its acquisition by VMware, CloudHealth will overhaul its channel programme Continue Reading

By

• Christine Horton

Channel roundup: Who’s gone where?

As January chugs on, the appointments continue to rack up across all tiers of the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Drive that growth through the channel

Avaya’s comments about increasing revenues via partners have got the thumbs-up from Billy MacInnes, who hopes it will act as an example to others Continue Reading

By

• Billy MacInnes

Talent shortage now the top corporate concern

Digital transformation, GDPR, cloud and artificial intelligence all need skilled people, and the shortage of talent is a leading concern, according to Gartner Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu aims to lower risk for MSPs with uSCALE option

The vendor continues to roll out more offerings to support the service providers in the channel looking for support and flexibility Continue Reading

By

• Simon Quicke, Microscope Editor

Channelling the cloud – building healthy CSP relationships

Creating a successful relationship with cloud service providers is essential for channel partners looking to increase their cloud portfolio. iLand 's director of channel sales has five tips to make the most of the opportunity Continue Reading

By

• Stuart Day, Iland

Sectigo pushing enterprise channel message on the back of a rebrand

SSL player Sectigo has launched a partner programme with plans to drive enterprise revenue Continue Reading

By

• Simon Quicke, Microscope Editor

Veeam hints at expansion after landing $500m funding

The data management player already boasts 60,000 global partners and is looking at giving them more products and markets to sell and focus on Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA updates A+ certifications to inrease skill levels

The training organisation has updated its certifications to make sure those channel staff undergoing the exams come out with the most relevant skills Continue Reading

By

• Simon Quicke, Microscope Editor

Channel expresses fears over no-deal EU exit

With the Prime Minister finding it difficult to get consensus in the House of Commons for a way forward with Brexit the concerns are growing that it will mean the UK crashes out of the EU with no deal Continue Reading

By

• Simon Quicke, Microscope Editor

Channel taking steps to remain relevant

A report from Agilitias IT Solutions looking into the channel's efforts to remain relevant has some encouraging findings Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

There have been plenty of senior appointments made in the last few days in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Avaya aiming to drive growth via partner programme

The vendor is planning to outline more details in a couple of weeks but has already indicated changes are coming to make life easier for partners Continue Reading

By

• Simon Quicke, Microscope Editor

Westcon rolls out technical support community

The distributor has reached out to those working in technical roles in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

HMRC offers £8m reward to systems integrators who can customise Brexit

With the departure from the EU looming, attempts to make customs processes easier has gathered pace Continue Reading

By

• Nick Booth

MicroScope: Leading the way with SD-WAN

In this issue, read about how to help partners on their SD-WAN journey, as well as get up to date with the security predictions for the year ahead Continue Reading

Commvault channel chief delivering on the vision

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The channel opportunities in 2019

There are plenty of areas that should excite the channel as the year kicks off Continue Reading

By

• Billy MacInnes

War on talent set to escalate

The battle to get trained staff is going to get tougher as more emerging technologies go mainstream Continue Reading

By

• Simon Quicke, Microscope Editor

Insight 2019 technology predictions

Michael Guggemos, CIO of Insight, shares his thoughts about what will be the key issues for the channel in the months ahead Continue Reading

By

• Michael Guggemos, CIO of Insight

2018 review: The main channel themes

With the last days of December drawing near it's time to look back at the year that has passed before we do it all over again in 2019 Continue Reading

By

• Simon Quicke, Microscope Editor

Veritas stressing its channel benefits

Data management player keen to bring the channel up to speed on both its technology and the benefits of joining its partner ecosystem Continue Reading

By

• Simon Quicke, Microscope Editor

SonicWall increasing local partner support across EMEA

More offices plus extra hires have added depth to the security player's presence across EMEA Continue Reading

By

• Simon Quicke, Microscope Editor

Spectrami aiming to fill VAD gap

The relatively fresh player to the UK market is aiming to provide some of the value added services that it believes larger rivals are missing Continue Reading

By

• Simon Quicke, Microscope Editor

Strong demand pushes Fujitsu MSP pilot programme live

The idea had been to start small and run a pilot but strong demand from partners meant that the vendor has gone live with its MSP programme Continue Reading

By

• Simon Quicke, Microscope Editor

Fujitsu getting closer to 90% channel business target

The vendor has made strides this year to put itself in a position to get 90% of its revenues coming via the channel in 2019 Continue Reading

By

• Simon Quicke, Microscope Editor

Nutanix enhances channel charter for disties and SIs

The vendor has added more depth to the channel model it launched in the summer Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Banish thoughts of a Christmas slowdown in the recruitment world with plenty going on over the last week in the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Cogeco Peer 1 targeting VAR community

The hosting specialist has identified a group of resellers that it plans to start working with Continue Reading

By

• Simon Quicke, Microscope Editor

Partners the key to unlocking SME sales

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MicroScope: Tech for good

In this issue, read about why CEOs are talking about the positives of technology and why the channel will need to do the same Continue Reading

Commvault channel chief delivering on the vision

Earlier this year Owen Taraniuk talked about how he planned to make life better for partners and change the approach Commvault was taking and he has been true to his word Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy seven days in the channel with a few weeks left in the year for some fresh faces to start to make an impression Continue Reading

By

• Simon Quicke, Microscope Editor

Sabio looks East for latest acquisition

Customer experience player makes a second purchase this year adding both technology and a wider geographical footprint Continue Reading

By

• Simon Quicke, Microscope Editor

The IT security skills crisis and the Boniface Dike Test

The security skills gap is well known but as Nick Booth finds out it is not as easy as getting people trained to fill those vacancies Continue Reading

By

• Nick Booth

AWS CEO Andy Jassy highlights untapped cloud growth opportunities for channel partners

AWS CEO Andy Jassy used the Global Partner Keynote at re:Invent 2018 to highlight how helping enterprises migrate to the cloud now could have follow-on business benefits for channel partners for many years to come Continue Reading

By

• Caroline Donnelly, Senior Editor, UK

Spectrami latest to join list of UK VADs

The UAE based channel player is looking to ramp up its activity across Europe with an independent operation opening in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

CAE bosses push forward MBO

The CEO and COO at the channel player have started a fresh chapter in the history of the Cisco gold partner's story Continue Reading

By

• Simon Quicke, Microscope Editor

Combatting deal slippage in the channel

Rene Stuiver, Finance Solutions Manager EMEA, Tech Data has some advice for those facing this channel problem Continue Reading

By

• Rene Stuiver, Finance Solutions Manager EMEA, Tech Data

Disappointing H1 costs Redcentric chief executive his position

Managed service player reacts swiftly to take steps to get the firm back to growth Continue Reading

By

• Simon Quicke, Microscope Editor

SME customers changing before the channel's eyes

Digital transformation is changing the SME customer base according to Ricoh and CIOs are struggling with it finds InterSystems Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another busy few days in the channel with movement across all levels as firms get some fresh talent in while there is still some time to make a dent in Q4 Continue Reading

By

• Simon Quicke, Microscope Editor

Cloudian thanks resellers as revenues climb

Object storage specialist provides commentary on how the first three fiscal quarters have gone and the channel has played a big part in its growth Continue Reading

By

• Simon Quicke, Microscope Editor

Exclusive Group increases cloud training options with Arcitura Education

The distributor has been signed up to provide cloud training from Arcitura Education Continue Reading

By

• Simon Quicke, Microscope Editor

Channel roundup: Who's gone where?

Another week brings some fresh faces into senior roles tasked with increasing channel support and sales Continue Reading

By

• Simon Quicke, Microscope Editor

Distribution set for a solid year as growth continues through Q3

A market analysis of how distribution across Europe has fared in Q3 from Context indicates that it has all been good so far in 2018 Continue Reading

By

• Simon Quicke, Microscope Editor

Enhancing the role of the channel essential for the tech industry

Ben Boswell, Vice President for Europe at World Wide Technology (WWT), discusses how vendors and the channel need to work together to ensure outstanding outcomes for customers Continue Reading

By

• Ben Boswell, Vice President for Europe at World Wide Technology

VMware on a journey to rebuild partner programme

The vendor's recently appointed channel chief has shared her plans for rebuilding the firm's partner programme Continue Reading

By

• Simon Quicke, Microscope Editor

Services the area of focus for VMware channel partners

The vendor is keen to make sure that the channel can deliver services around its portfolio Continue Reading

By

• Simon Quicke, Microscope Editor

Silver Peak revamps partner programme

Vendor makes changes in response to partner calls for more predictability around pay-outs Continue Reading

By

• Christine Horton

Tech must be a force for good

VMware CEO shares his belief that the industry has a responsibility to use technology as a positive force in society Continue Reading

By

• Simon Quicke, Microscope Editor

Muller all set for top job at expanding MSP Timico

Former Daisy boss revealed as incoming CEO at managed service player just days after the firm strikes an acquisition Continue Reading

By

• Simon Quicke, Microscope Editor

WDC: The channel needs to view us as a technology company

The storage player has expanded its portfolio over recent years and has more infrastructure products to sell via partners Continue Reading

By

• Simon Quicke, Microscope Editor

Customers want more automation and better data

A global Cisco study has found that customers looking to innovate need to take the pressure off the IT budget by getting better at predicting where problems might occur Continue Reading

By

• Simon Quicke, Microscope Editor

Does the digital services tax idea add up?

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Peer-to-peer lending growing in popularity

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Microsoft sounds AI warning

Those customers that do not take an interest in artificial intelligence face losing ground and missing out on the benefits Continue Reading

By

• Simon Quicke, Microscope Editor

UK delivers double digit revenue growth for CDW

It has been a good Q3 and a decent first nine months of the year for CDW's operations in the UK Continue Reading

By

• Simon Quicke, Microscope Editor

Weak UK market conditions impact Computacenter's Q3

After a strong first half the third quarter has been more subdued for the channel player Continue Reading

By

• Simon Quicke, Microscope Editor

High street dealers get Budget relief

Chancellor indicates that those struggling with business rates will get help in the face of mounting online competition Continue Reading

By

• Simon Quicke, Microscope Editor

Extreme Networks announces $50m channel investment

Extreme Networks investing in building up its channel after going through a challenging year Continue Reading

By

• Christine Horton

Partners the key to unlocking SME sales

Vendors want to increase SME sales and Billy MacInnes knows that working with the channel is the only way to achieve that goal Continue Reading

By

• Billy MacInnes

Exertis shuffles its management pack

The distributor has made a raft of changes to its management team to support its international ambitions Continue Reading

By

• Simon Quicke, Microscope Editor

Vendors failing to develop a solid channel relationship in danger of losing ground

Those suppliers that fail to deliver the best possible channel experience face losing ground on rivals that are better Continue Reading

By

• Simon Quicke, Microscope Editor

Peer-to-peer lending growing in popularity

P2P is an option that more in the channel are taking a look at as an alternative source of finance Continue Reading

By

• Billy MacInnes

Skills gap causing issues for both employers and staff

Research from both CompTIA and Ingram Micro shows how the skills issue is impacting both those running IT firms and those wanting to work for one Continue Reading

By

• Simon Quicke, Microscope Editor

CompTIA: Channel leaders must have one eye on the future

The industry organisation has used its UK community event to talk of the need to look to the future as well as the present Continue Reading

By

• Simon Quicke, Microscope Editor

Exceptional market conditions boost Softcat

Chanel player reaches revenue milestone and heralds strong 2018 with a slight note of caution about what lies ahead Continue Reading

By

• Simon Quicke, Microscope Editor

SMB the focus for Lenovo's fresh UK channel boss

Even after a few days it has become clear to Lenovo's UK channel boss that the firm's commitment to working with partners to reach the small business market will remain a priority Continue Reading

By

• Simon Quicke, Microscope Editor

Equinix looks to take channel revenues past 20%

The data centre specialist has been working with the channel to increase its enterprise market share and wants that to continue Continue Reading

By

• Simon Quicke, Microscope Editor

Exertis plugs Hoover into electricals operation

Plans to grow its position in the small domestic appliance market have been given a boost with the signing of household name Hoover Continue Reading

By

• Simon Quicke, Microscope Editor

Channel focus paying off for Agilitas IT Solutions

The firm has seen a focus on a channel vision has been one of the major contributors to a decent rise in revenues Continue Reading

By

• Simon Quicke, Microscope Editor

Spiceworks: Europe leads in emerging tech

Europe adopting emerging tech in response to GDPR and rising cybersecurity threats Continue Reading

By

• Christine Horton

Services the key to fending off the Amazon Business threat

The retail giant might hoover up the transactional business but those resellers that can provide services will have more chances of retaining customers Continue Reading

By

• Simon Quicke, Microscope Editor

Lenovo pledges to fix channel process issues

The vendor came in for some criticism at the Canalys Channels Forum but responded by vowing to fix the problems in the next six months Continue Reading

By

• Simon Quicke, Microscope Editor

A hard Brexit would hurt distribution

Canalys boss Steve Brazier paints a grim picture of how a hard EU exit could impact the channel Continue Reading

By

• Simon Quicke, Microscope Editor

Spiceworks using AI to matchmake customers and partners

Spiceworks has unveiled AI capabilities to directly connect tech users with MSPs Continue Reading

By

• Christine Horton